Do you ever 3-way a prospect to a conference call presentation only to find them gone when the call is over? Would you like to know how to keep them on the call even if they have no interest in your business opportunity? Here are a few simple things you can do before the call that will make them feel obligated to stay for the entire presentation.
First, you want to record your initial conversation with the prospect to discover how you are coming across to them. Check to see if you are coming across as someone who just wants to sign them up. If you are, the prospect has no obligation to stay on the phone with you. They know you want something from them and therefore they have no respect for you.
However, if your prospect feels like you truly have their best interest in mind, and this is more about how you say the words in the script not what you say, an integrity issue arises that has them feel morally obligated to stay on the phone with you.
In the beginning of my Network Marketing career people would frequently walk out of business presentations and hang up in the middle of conference calls. I had to get better at really making my prospect the issue, being genuinely interested in them and not leading with my own agenda. I learned how to wrap the invitation to my business presentation around their needs, strengths and goals. The result was a 100% show up ratio.
Your objective is to create an eager want in the prospect so that they are morally obligated to walk in integrity and wait until the end of the call to tell you whether or not they are interested. You will find that prospects are now more open minded to listen to the entire presentation. You have now created a friendship and they will honor that friendship by staying on the call with you.
Again, it is vital to record yourself, making sure that you don’t sound too sappy sweet or like a salesperson leading with your own agenda. When you build a rapport and lead the prospect with their needs, strengths and goals instead of your excitement about the company’s products, services and compensation, they will know that you care and stay with you ’til the end.
Dani Johnson is recognized worldwide as the preeminent authority on Relationship Marketing. She went from living out of her car with $2.03 to her name to earning her first million in two short years by the age of 23. Dani regularly consults, mentors, and coaches business owners, entrepreneurs, and career professionals on business, leadership development, personal achievement, marketing solutions, profit strategies, relationship marketing, and team development.